The Influence of Personal Characteristics and Coping Strategies on Salespersons’ Turnover Intentions

Abstract

Understanding what contributes to salesperson turnover helps reduce turnover and its deleterious consequences. This study examines the interactive effects of salespersons’ personal characteristics and coping strategies on turnover intentions. Findings suggest that self-efficacy combined with problem-focused coping significantly reduces salespersons’ turnover intentions—more so than self-efficacy alone. In contrast, while an external locus of control orientation combined with emotion-focused coping significantly increases turnover intentions, the increase is not as great as from external locus of control alone. Neither the combined effect of self-efficacy and emotion-focused coping nor external locus of control and problem-focused coping are found to significantly influence turnover intentions.

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